Execution

The campaign employed a multi-platform strategy, leveraging Google Ads and Meta platforms (Instagram and Facebook), as indicated by the campaign plan and results slides. The team conducted detailed performance analysis through each stage of the funnel — from building brand perceptions to driving sales actions. The insights slide reveals a focus on lead quality, geographic targeting, and demographic engagement to refine the approach.

The global utilities industry faces increasing pressure from ageing infrastructure, budget constraints, and workforce skill gaps. ABB recognised that many utilities needed a comprehensive strategy to optimise uptime, improve maintenance, and plan future-proof investments. However, buyers in this sector move slowly, with long non-linear purchase journeys—only 5% are sales-ready at any given time. The marketing challenge was to reach and nurture both existing and new customers through valuable content across diverse global markets, in multiple languages, and on appropriate platforms.

In B2B, progress is not just about automation. It is about alignment.

We recognised that sustainability means different things to different decision makers, so we built a role and stage based LinkedIn campaign to drive higher quality leads.